4/8/2011 6:42 PM
Iveco Product and Selling Methods 2011 - Training to U.A.E. Salesmen
Education and awareness of Iveco products and selling methods is increasingly important from a global perspective of people management. That is the reason why every year Iveco invests in the development of training courses for the Sales and After Sales personnel within its dealers.
For 2011 also Africa & Middle East Area is part of a programme set up to provide competence and professionalism to its sales force and to reinforce the partnership between Iveco and its dealer network.
The first sessions of Product and Selling Methods took place in U.A.E. (28th_31st March in Abu Dhabi to the sales force of the local dealer United Alsaqer Heavy Equipment L.L.C.; 3rd-6th April in Dubai to the salesmen of our dealer Saeed Mohammed Al Ghandi & Sons). Main objectives of this training programme are sharing basic and advanced competences on Product ranges (hard skills) and developing methods for conquering new customers and building clients loyalty (soft skills). Contents of Product training feature a very detailed knowledge on Iveco Euro 2-3 full range, including vehicles walk around at the workshop. During the second part of the training, focused on Selling Methods, aims to share a structured method to plan activities for managing both prospects and existing customers (customer portfolio and client data base management), and deals selling soft skills topics, such as customer needs analysis, objections management, negotiation.
This training was very successful and appreciated: our salesmen showed a very high level of participation and attention during the 4-days training and expressed the wish to be involved in further training sessions to reinforce both skills and motivation.